• Business Executives
• Corporate Trainers / HR Staff
• Sales Managers
• Customer Service Managers
• Consultants
• Insurance Trainers / Managers

Get all 6 Strategic Account Management and Planning Topics – a complete “You Train Your Team” training program and save.  

1. Creating a Joint Action Plan: When a customer’s buying plan is not in sync with your sales strategy plan, sales are lost. Win back sales by teaching them to create a Joint Action Plan that puts both the salesperson and the customer on the same path for every sale.
2. Improving Your Account List: Witness increased sales productivity by teaching your salespeople to identify and sell accounts that have the greatest potential. Better sales compensation will be one of the rewards.
3. Accessing Financial Buyers: The Decision Makers.  Show salespeople the “Why” and “How” of creating friends in high places. Salespeople learn the importance of and methods for identifying the decision maker. Having the decision maker favor their proposal puts them closer to success.
4. Eliminating Your Competition - Part 1: Until your salespeople learn to eliminate or neutralize incumbent competitors, they will capitalize on the advantages of incumbency including pricing tolerance, second looks, and avoiding the hassle related to changing suppliers.  Asking the right questions will drive a wedge that splits the incumbent relationship and opens the door for your salesperson.
5. Eliminating Your Competition - Part 2: Participants learn six questions that help expose an incumbent competitor's weaknesses. A few additional questions help prospects realize their magnitude. Your unique solution, Breakthrough Proactive Services, eliminate the weaknesses and seal the deal for your company.
6. Bulletproofing Your Business To Keep Competitors OUT - Every one of your High Value customers is subject to attack by competitors who are striving to take them away.  Your best defense is a great offense in the form of spectacular service.  This topic suggests more than 15 areas where service can be improved to "bulletproof" your customers.